Overview
Our client is a fast-growing company that specialises in the rental, pooling and cleaning of various types of packaging, such as rolling load carriers, crates and pallets, which play a crucial role in the supply chain of retailers and their suppliers. With innovative solutions, they strive to transform the packaging market continuously. They operate in the Netherlands and various European countries including England and Germany.
Our client has recently acquired a company specialising in rental and supply of folding IBC units, manufacture and supply of IBC liners, and supply of adapters and equipment to improve discharge and reduce waste. They run local depots in the UK, France, Germany, Sweden, Italy and Spain which supports a wide range of customers across Europe.
As an Area Sales Manager, you are responsible for sales development in your geographical sector: North & East Spain. Your main task will be developing new markets and consolidating existing customers by offering best-in-class service and products.
You will report to the Business Development Manager for CEE and Italy.
Responsibilities
* Consolidate existing customer base / account management
* Actively search for new markets
* You will target organisations that process and/or move liquid products and operate across market sectors to include food, cosmetics, pharmaceutical and chemical.
* Prospecting (list & internet requests)
* Customer needs analysis, development and costing of suitable total solutions in IBC’s logistics
* Product demonstration
* Make commercial offers (with the support of our colleagues in the depot and at the head office)
* Negotiate prices, quantities and deadlines and close sales
* Participate in trade shows and promotional events
* Be part of business intelligence
* You will offer a consultative approach to customers, working across all levels from shop floor to board level
* You will develop a thorough understanding of customers and monitor their operations, looking for opportunities to develop further business or provide additional value
* In some instances, you will deliver total turnkey solutions, solving a client’s entire intermediate bulk liquid handling requirements
Requirements
With a minimum Master’s degree in the sales and commercial development, you can demonstrate a successful track record, ideally from a similar or aligned industry sector though we place more emphasis on existing market knowledge than we do existing product knowledge. You will be a self-starter and have a strong work ethic, high energy, drive and determination.
* New Business Development ability (“hunter”)
* Effective account management/development capabilities (“farmer”)
* Personable – Able to build strong relationships
* Strong presentation skills (written & verbal)
* Experience of selling to target bulk liquid sectors (food, cosmetics, pharmaceutical, chemicals etc.)
* Natural communicator at all levels
* Solution sales / technical sales ability
* Numerically competent
* Excellent organisational skills (territory planning and time management)
* Ability to absorb client information and communicate features and benefits to customers
* English spoken fluently
* Experience: 5+ years in B2B sales (food process, cosmetics, logistics, packaging)
Benefits
* Fixed monthly salary (depending on experience)
* Quarterly-paid uncapped bonus structure, based on turnover and margin growth
* Fully expensed company car
* Company credit card
* Mobile phone & laptop
* Additional advantages (health insurance, life insurance, RTT days)
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